RESPONSIBILITIES:
Customer Business Development (55%)
Set strategies and targets for growth of customers in assigned territory (sales plan); align with BU Head.
Act as major point of contact to customers in assigned territory in all commercial matters.
Liaise with relevant stakeholders to create in a timely manner the best solution for the customer and extract maximum value.
Frequently conduct customer visits and prepare the meetings using all available tools and reports, coordinate, negotiate and close proposals.
Conduct market studies on potential new product opportunities by contacting customers to gather interest and test market demand.
Manage spot business/ rush offers, get support from Commercial Assistant when necessary.
Identify customer potentials, i.e., opportunities for cross- and range- selling to existing customers.
Meet sales objectives and focus on customer retention as well as improving overall customer satisfaction.
New customer generation (25%)
Get in contact with prospects and involve relevant stakeholders to nurture leads down the pipeline.
Identify and prioritize prospective customers.
Spot opportunities for launching sales projects.
Sales & General Admin (10%)
Ensure appropriate data administration and documentation of all business cases in the local CRM system (e.g., post processing of visits, creation of customer projects).
Update and maintain customer opportunity pipelines and potentials in the CRM system
Set and maximize prices considering value- based pricing and customer segmentation.
Drive commercial and functional excellence based on guidance/ input from Commercial Excellence Function.
Provide regular forecasts of product demand from customers to optimize projected demand requirements.
Complete sales and revenue- related reporting.
Know- How Management (10%)
Keep up to date on feedstock and upstream developments that impact product price movements.
Maintain an up- to- date level of product knowledge, e.g., via training.
Keep up to date with changes and updates in the product portfolio and in the market.
REQUIREMENTS
Superior communication and negotiation skills.
Frequent travel required as per business needs.
Sound computer skills in the use of Microsoft Excel, Word, Power Point and CRM systems.
Customer- centric mindset, focusing on creating a positive experience for the customer.
Strong commercial understanding.
Technical or sales background in chemical ingredients (in solvent base/water base or organic chemicals) is preferred.
High self- management capabilities.
Basic level of strategic thinking (business development, opportunities).
Experience in the chemical distribution business, preferably in a sales capacity (1 to 3 years previous experience in sales role).
